kevin

About Kevin Davis

Kevin Davis is president of TopLine Leadership, Inc., a leading sales and sales management training company serving clients from diverse sectors. He is the author of two books on sales effectiveness: “Slow Down, Sell Faster!” (Amacom, January 2011) and “Getting Into Your Customer’s Head” (Random House, 1996) Contact him at [email protected]

If you’re like most sales managers, you’ve either just completed a round of quarterly reviews or have some just around the corner. Here are three questions you should ask each of your salespeople during your next one-on-one:

Don’t just dance with the one who brung ya! Most major purchasing decisions these days are made by a team of people. You can hit a lot of speed bumps if all your knowledge comes from only one customer contact. Identify all the decision makers on the buying team. Ask your contact, “What other key […]

Avoid talking too soon about your solution. That just gives your competitors an edge because the customer is likely in the middle of their buying process. Essentially, you reach the end of your sales process just as the customer arrives at the point when they start comparison shopping. Instead, early in the sales process get […]

Are your customers undervaluing your solution?

I’ll assume that you set a fair price for the solution you offer to your customers. If they spend a lot of time trying to negotiate that price down, then the real issue may be that they don’t value your solution
enough.

“The book is best suited to B2B salespeople selling large-ticket items. Most B2C salespeople and small price, high-volume salespeople won’t get much from it. Davis teaches some excellent strategies on handling what he calls the Complex Buying Team: the group of […]